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Selling Tips for the Younger Person
Recently I was approached by a couple of young people that were new to the role of selling in financial services. I was impressed by their keen desire to learn and quick grasp of the sales techniques we were discussing. They both had an interesting challenge relating to selling that I am sure i ...
Just be a little bit better
Just be a little bit better One of the biggest mistakes we see in the financial services and insurance industries are companies trying to improve sales performance with a quick fix. They somehow believe that if their people just take that one, special sales course, they'll never have to do anyt ...
Assuming is Good!
What!! Haven’t we been taught that assuming makes an ^&%#$ out of you and me? (Ass-u-me) True, but it depends on what you are assuming. If there is one thing that we hate about sales people is when they assume they know what we want and go about pitching their product to get us to se ...
Making it easy to move the sale along
The goal in any sale is to keep things progressing toward a decision. It's when things stall that people start to lose interest – both the client and the sales person! One of the reasons that clients disengage from the process is when they feel anxious. Now, there are a number of ways a s ...
How to reduce the amount of objections over rates
Do you want less price objections? Wherever you have someone selling you will have clients with price objections. While there are many subtleties and nuances to think about when responding to an objection over price there are fundamentally, just two things you can do to save the deal: 1. c ...
Selling Tips for Bank Tellers
Tellers have the toughest job in the world when it comes to selling. They are told to spot opportunities, cross sell products and services all while keeping their line ups to a minimum. Is it any wonder why they find it difficult to sell? Especially when you consider the client usually wants to ...
Turbulent times
Turbulent times. So what are you going to do about it? Many people in sales today are too young to remember a significant economic downturn and so are destined to repeat the common mistakes made in previous recessions. Play the right movie So much of our success in sales (in good times or bad) ...
Are we consistent?
Are we consistent? Have you ever noticed how uneasy we feel when someone points out to you that you have been inconsistent in something you said or did? Come on ... you mean to say I am the only one who starts defending what I said (or meant to say) when my kids call me on something? It's an un ...
Arguing or Persuading?
Arguing or Persuading? I don't know about you, but I'm not a big fan of reality TV. The times I have watched I catch myself thinking, "This is silly, with all the things I have to do here I am I'm watching someone else's life instead of living my own!" Especially when people start to fight and ...